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New growth for a pharma product under pressure

DKSH helped revive sales growth in Hong Kong for a pharmaceutical product in the medical channel through effective education and sales activities.

Business Units

Healthcare, Pharmaceuticals

Countries

Hong Kong

Shopping at pharmacy
Challenge
A large, North American producer of topical skin cream faced increasingly stiff competition in the Hong Kong market. In addition, the general public and certain healthcare professionals expressed increasing concerns regarding the safety of steroid cream usage for children, leading to stagnating demand. The company approached DKSH to get support in bringing new sales success for the product.
 
Approach
DKSH initiated a comprehensive education program targeted at doctors and parents. Drawing upon the support from healthcare societies and media, the content of the program focused on informing caregivers about the safety of the steroid cream and correct dosage. In parallel, DKSH’s marketing and sales experts used unique market insights to target hospitals and clinics with the largest growth potential. 
 
Result
The educational program helped reduce the concerns from the market significantly. A clear growth strategy, strong key account management and an effective sales force has further helped rebuild market confidence in the product. Sales growth has outperformed the market considerably, and is demonstrating consistent gains. With the support of DKSH, the client’s leading market position has also been rebuilt in both government and private sectors.
 
Market Expansion Services at work: reviving growth in challenging markets
DKSH uses its local insights, relationships with the medical channel and marketing and sales expertise to revive growth for products under pressure.